Category: SaaS

SaaS Sales

Predictable Revenue

Predictable Revenue happens when you have a Predictable Pipeline.

Predictable Pipeline happens when you have a Predictable Salesperson.

Predictable Salesperson happens when you have a Predictable Day (Calendar).

Predictable Day happens when you have a Predictable Routine (Habits).

“You are what you repeatedly do. Excellence, then, is not an act, but a habit.”

It’s about daily habits, not about the end goals.

Create a repeatable process for yourself that you can do every single day without fail.

Focus on actions you control rather than putting all the pressure on results that might not come.

Tags Calendar Management, Discipline, Habit Building, Productivity, Sales

SaaS Sales

Active Listening

70% of salespeople are saying selling remotely is not as effective as selling in person. 😳 (survey by Corporate Visions).

They say, audience’s multi-tasking, limited interaction, and passive presentations are the main reasons. 😟

How do we help them? 🤔

Give more emphasis on Active Listening! 🎧

Most of you are already aware of what is Active Listening and why it is one of the most important skills in sales.

But do you know “why” it is more important than ever in the remote selling environment? 🧐

And do you improve your Active Listening skills in this remote selling environment? 😇

Learn more about it in a detailed post with a few actionable tips 👉: https://www.avoma.com/blog/active-listening-sales-skill-remote-selling

Tags Remote Work, SaaS, Sales

SaaS Sales Startup

How To Win Competitive Deals

Post author By Aditya Kothadiya
Post date October 28, 2020
No Comments on How To Win Competitive Deals

The conventional practice is to convince prospects that your product is superior to your competitor’s.

But it’s not required. There is an alternative option.

It might be sufficient to convince prospects what’s good about your product with a clear, honest, and informative way.

I even have a slide in our Sales deck that tells prospects about the gaps in our product that they will miss in the near term when they switch over from our competitors to us.

If the prospect feels certain that your product is good, and appreciates your honesty, it’s very likely that they will still buy your product.

Tags Sales, Startup

Marketing SaaS Sales Startup

The Most Exciting Part of Apple’s Product Announcement

Post author By Aditya Kothadiya
Post date October 8, 2020
No Comments on The Most Exciting Part of Apple’s Product Announcement

The most exciting thing for me about Apple’s product announcements is not about their products.

It is about their website’s copywriting. 📝

They are one of the best copywriters in the world.

They make me believe everything they’re doing is the biggest, thinnest, lightest, and fastest. 😀

They convince me everything they’re launching is revolutionary, magical, and first of its kind. 🤩

They make it catchy too: E.g.,
• H2OK.
• 5G Speed. OMGGGGG.
• Blast past fast.
• Big news. Mini news.

If you’re a marketer, then you should read every single page and paragraph on their website.

Observe the word choices they’ve made.

Get inspired and steal what’s best.

Tags Content Marketing, Copywriting, Marketing

Entrepreneurship SaaS Sales Startup

Predictable Salesperson

You have probably heard of Predictable Pipeline and Predictable Revenue.

But have you heard of Predictable Salesperson?

It’s the one who builds the Predictable Pipeline to deliver the Predictable Revenue.

Predictable Salesperson believes in – “You are what you repeatedly do. Excellence, then, is not an act, but a habit.”

She believes – how you choose to live your days is how you choose to live your life.

She’s putting in the time and effort every day to reach the success she truly wants.

She’s skipping binge-watching the new series because she’s working towards something bigger.

These are the decisions that define who a Predictable Salesperson is and how successful they become as a sales professional.

It’s about daily habits, not about the end goals.

How do you become a Predictable Salesperson?

Create a repeatable process for yourself that you can do every single day without fail.

Focus on actions you control rather than putting all the pressure on results that might not come.

Tags Discipline, Productivity, SaaS, Sales, Startup, Time Management

Entrepreneurship SaaS Sales Startup

“Maybe” Is Not The Worst Response In Sales Anymore

Post author By Aditya Kothadiya
Post date September 15, 2020
No Comments on “Maybe” Is Not The Worst Response In Sales Anymore

The common adage in Sales is “maybe” is the worst response you could get from the prospect.

It’s better to get “no” than “maybe”.

“Maybe” is a land of hope. Reps shouldn’t waste time there and instead seek “no” and chase new opportunities.

But is it still true with the modern B2B and SaaS buying behavior?

With the power of buying is shifting to buyers, are Sales reps being forced to be very transactional?

Your prospects might have other burning fires going right now. Sometimes the need is there, but the timing is not right.

They’re getting the job done just fine right now. But the need could go stronger as their world evolves.

Just because it’s a “maybe” right now, it’s not a “no” in the future.

“You can’t turn a no to a yes without a maybe in between.” – Francis Underwood

What should Sales reps do when they get “maybe”s?

• List down the most common objections that cause your prospects to answer with a “maybe”.
• Educate sales reps to approach these objections with new sense of purpose and respect the buyer’s world.
• Craft an outreach email campaign to stay on “top of mind” and provide continuous education value.

And eventually when their need becomes stronger, their “maybe” will turn into a “yes”.

Tags Sales, Startup

Product Management SaaS

The Future of SaaS and Enterprise Software

Post author By Aditya Kothadiya
Post date June 30, 2020
No Comments on The Future of SaaS and Enterprise Software

Most of the SaaS and Enterprise software is built mostly for single-purpose or single-user workflows.

In a cloud-first and remote-first work environment, we need a different kind of software.

All SaaS and Enterprise software will need to be:

• Intelligent out of the box
• Collaborative and real-time
• Deeply integrated across other workflow apps
• Secure & privacy enabled
• Super intuitive & delightful to use

These are “table stakes” requirements now.

Tags SaaS, Software

Entrepreneurship SaaS Startup

There is No Plan B

When I was doing customer-development and searching for a co-founder for Avoma, people often asked me – “Are trying to throw this idea on a wall and see if it sticks?”

I hated that question.

There was no Plan B for Avoma.

I strongly believed in the problem with extensive customer research and the gap in the market.

I had a point of view to solve this problem and an ambitious vision of what the world would look like in 5-10 years.

I left the high-salaried full-time job without having a co-founder for 6 months, without having a prototype, or any sort of commitment and clarity on any milestone.

I never doubted my vision and the opportunity even though we had very (I mean really “very”) highly-funded competitors.

We had many investors rejected us because we had “many” highly-funded competitors who had already launched and were ahead of us in the market.

There is not even a single day since Avoma’s inception I ever thought about a Plan B.

There is no Plan B.